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  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MARCH 31, 2014
    [Sales] How to Control a Quality Conversation in Inside Sales
    This is part of the reason I knew I would be successful in sales. Learning how to control a conversation is an essential piece of every day in the life of an inside sales representative. In sales, the simplest conversations are still important. When I was growing up, I was a non-stop talker. Here''s some advice: 1) Be human.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 16, 2014
    [Sales] How to Successfully Manage Your Inside Sales Team Remotely
    kept saying no because I thought it was crucial to be on site when managing an inside sales team. I had a lot of guilt on days that I couldn’t make it in. While I work from home most days, more and more sales reps have the ability to do the same, and it’s something I know our company is thinking more and more about. Don’t pan ic!
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 8, 2013
    [Sales] Sales Leadership: Learning by Observing
    know every year when I attend the National Speakers Association conference I pick up so many great ideas to build my professionalism.   So what does this topic have to do with Sales Leadership? However during any sales call, the manager must be acutely aware of the 5 items listed above when observing their salesperson. 
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 27, 2014
    [Sales] B2B Social Selling: Sales Megaphones or Conversation Drivers?
    However, don''t be fooled by the phrase "social selling." It is not a vehicle to get your sales pitch out into the world; that would completely shut you down. Understand that social networks are not to be used as sales megaphones, but rather a means of listening and offering consultative advice to help others. Consult and offer advice.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, SEPTEMBER 27, 2016
    [Sales] How Empathy Will Grow Your Sales and Marketing Pipeline
    Neuroscientist, Antonio Damasio stated, “ We are not thinking machines that feel, we are feeling machines that think. ” In our rush to obtain leads, drive opportunities and move the sales needle, it’s too easy to forget that we need to address the emotional needs (fears, hopes, wants, and aspirations) of our customers. Closing thoughts.
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Sales] Sales are Struggling! Who Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 22, 2011
    [Sales] Ignite More Sales with Sales Intelligence
    Any sales reps worth their salt does their homework before contacting a lead. Once a contact becomes a qualified lead or opportunity, sales needs to know who to reach and how, and what to say to get their attention. 60% of sales reps waste the equivalent of 6 selling weeks a year just trying to get customers on the phone.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 14, 2013
    [Sales] Why IT and Sales Need to Become Best Friends
    Sales Prospecting Perspectives is pleased to bring you a post from Tom Diamond , IT Support Assistant and Business Development Representative at AG Salesworks. Let’s look at how Sales and IT can benefit from each other if they learned how to better communicate with one another. Sales. This is where the sales department comes in.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JANUARY 15, 2013
    [Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
    Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. This is only a content summary.
  • AVITAGE  |  TUESDAY, MARCH 29, 2016
    [Sales] Why You Need a B2B Sales Content Strategy
    If you sell the way you did 10 years ago, you don’t need a sales content strategy. But if you’ve truly adopted a customer-centered sales philosophy you know you have new requirements. ” They develop virtually all sales opportunities. The post Why You Need a B2B Sales Content Strategy appeared first on Avitage.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 22, 2012
    [Sales] Sales Leadership: Nine Minutes on Monday
    My speaking and sales leadership consulting practice causes me to work with many  individuals that are experiencing situations of stress that include either learning to manage a sales team for the first time or their organizations are not performing at optimal levels.  Ken’s latest book is : Leading High Performance Sales Teams!
  • ANNUITAS  |  MONDAY, JUNE 1, 2015
    [Sales] Right vs. Wrong – B2B Sales People and Additional Thoughts About the SiriusDecisions B2B Buyer Research
    The B2B marketing and sales world was abuzz a few weeks ago when SiriusDecisions reported that the decline in importance of the B2B sales person, which has been reported by many, has been greatly exaggerated. Sirius went on to show additional research that shows the importance of the sales rep at all stages of the buying cycle.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. But I also had in mind another system I had just seen, MDCDOT , which gives marketing automation functions to sales people. Trends are signposts of the future: they point to where we’re headed.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 18, 2014
    [Sales] Sales Mgmt: don’t over complicate it….
    Sales Leadership: Don’t over complicate it…. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. When I said: you don’t show this to them during the sales process do you?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 29, 2014
    [Sales] Sales Prospecting Perspectives' Top 10 Blog Posts in 2014
    Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. How to Write an Effective Sales Prospecting Email. Samantha Goldman’s post in January was the most popular post on Sales Prospecting Perspectives in 2014. Happy December 31, everyone! What are yours?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 8, 2013
    [Sales] Are You A Cynical Sales Rep?
    It seems like just yesterday that I had started my sales career. It struck me how applicable his messaging is to the sales and teleprospecting game. If you feel there is little or no hope in closing a sale, then there is high likelihood that you WILL fail. I turned the big 4-0 this year, yuck. No point in dwelling on it.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JULY 19, 2016
    [Sales] 5 Essential Elements to Include in Every Sales Pitch
    July 19, 2016 by Ken Sterling Effectively closing sales is the bread and butter of your business. Marketing Sales Alignment Sales Sales Enablement B2B BigSpeak Ken Sterling sales sales enablement storytelling WebbiquityHere’s how to hit a home run every time. According to researchers at. read more.
  • ANNUITAS  |  TUESDAY, AUGUST 5, 2014
    [Sales] Buyers Don’t Care About Your Sales Funnel
    I read an article recently that discussed how content can “help push your prospects through the sales funnel.”  However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. Pretty anemic! 
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MAY 5, 2014
    [Sales] 5 Ways to Re-Charge Your Inside Sales Reps’ Batteries
    This theory reminds me a lot of what happens when inside sales reps get burnt out. Sometimes, the inside sales reps that may fall into this category don’t always come out and say they want a change. As a result, it’s important as a sales manager to recognize behaviors and know when the right time is to change their routines.
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 20, 2012
    [Sales] Sales and Marketing Alignment: How to Sell To A Sales Person
    Sales and Marketing alignment continues to be a major issue for both sides. Marketing often seeks to drive long term while also helping sales has to hit their quarterly numbers. But marketers often struggle trying to sell their ideas to sales people. So how do you sell a marketing strategy to sales people?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 23, 2013
    [Sales] How Does Teleprospecting Fit Into an Inbound Sales Methodology?
    Sales Prospecting Perspectives is pleased to bring you a guest post from Mark Roberge, SVP of Sales and Services at HubSpot. When you combine this process with an inbound sales methodology, you have a potent mix for success. What is an inbound sales methodology? Teleprospecting in an inbound sales process.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 14, 2012
    [Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
    Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. It is a long journey.”. Do you use inbound marketing?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 12, 2013
    [Sales] Managing A Sales Manager
    Managing a Sales Manager  . As a result of our one of my readers sending me an email comment regarding his personal situation,  I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com.   . Sales Management Reporting  . Sales Metrics.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 25, 2012
    [Sales] How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned
    Tweet If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! They hammered out: A glossary to ensure everyone spoke the same sales and marketing language. The sales team had accepted none of them. Looked great on paper. Levy says.
  • VIEWPOINT  |  TUESDAY, JANUARY 27, 2015
    [Sales] Time to Stop Making Sales & Marketing Excuses in 2015
    From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management Excuses from both employees and managers can fill a book, and most are bogus.
  • VIDYARD  |  TUESDAY, DECEMBER 6, 2016
    [Sales] 3 Sales Emails Proven to Boost Reply Rates by 8x
    If you’re like most sales reps, you know how hard it is to stand out and get noticed. So how can sales emails cut through all the noise, increase click-through rates by 5x and send open-to-reply rates soaring by over 8x ? This sales email allows you to speak to your prospect directly. Blog Inside Sales Sales Leadership
  • VIEWPOINT  |  TUESDAY, APRIL 7, 2015
    [Sales] Sales Lead Management Leads to a Lower Cost of Sales
    “Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%. Lead Management
  • ACT-ON  |  FRIDAY, MARCH 4, 2016
    [Sales] How Marketing Operations Can Align with Sales (and Why)
    One of the most common phenomena I encounter in the wonderful world of B2B companies is the creation, and then continual expansion, of a chasm between sales and marketing. Wouldn’t this be great information for a sales rep to have when building out prospecting lists!? Get in tune with your sales team. Have an open door policy.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 29, 2013
    [Sales] Define and Conquer: Tips to Improve Sales and Marketing Alignment
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs.
  • VIEWPOINT  |  TUESDAY, JUNE 24, 2014
    [Sales] Half of all sales inquiries are good. The challenge is finding which half.
    In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. Marketing can assume that responsibility through nurturing, and increased sales are the result—not by just a few percent—but 200-300% more sales are the result of successful nurturing programs.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 31, 2013
    [Sales] How Invested are Your Inside Sales Reps?
    Over the summer, the AG team created a list of 50 traits an inside sales rep should have. Number 43 was that an inside sales rep should be invested. The main traits and skills that I feel an inside sales rep should have to be invested are: Devotion, Persistence, Active Listening. If they are not interested, GREAT! Find out why.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] Sales Leadership: 5 Steps to Exceed 2015 Quota
    Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Begin to recruit. Is it competitive?
  • SALES ENGINE  |  THURSDAY, MARCH 24, 2016
    [Sales] B2B Sales Cannot Live on Inbound Alone
    It certainly beats cold calling, and in an ideal world, we’d have so many inbound leads coming through our websites that we have to hire more sales people to deal with them. However, most B2B companies haven’t been able to supply enough leads through their inbound efforts to make sales quotas and hit revenue growth targets.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 10, 2013
    [Sales] Inside Sales Reps: Why Everything IS in Your Control
    work in sales and you probably do too. And you know that in sales we have some form of weekly, monthly, quarterly and/or yearly quotas. In sales we’re relient on other people from other companies, mostly perfect strangers, to nod their head and say "Yes" or to sign and date some sheets of paper. I use Facebook. So do you.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 16, 2011
    [Sales] When Sales and Marketing Collide – SMarketing
    One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. “If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads will generate two sales.”.
  • BIZNOLOGY  |  THURSDAY, AUGUST 25, 2016
    [Sales] Are your marketing personas your sales market segments?
    Marketing is supposed to lead to sales, right? So why is it that we marketers sometimes throw up unnecessary impediments to selling things? I’ve talked in the past about how you better make sure that the steps in your marketing Buyer Journey matches the phases of Sales Funnel. Today, I want to talk about something similar.
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 14, 2015
    [Sales] How B2B Marketing Supports Sales Enablement
    There is a lot of industry buzz around the term “sales enablement.” B2B Marketing Sales Effectivness Sales Enablement Sales Growth Sales effectiveness This is terrific because the marketing department should […].
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 28, 2014
    [Sales] 5 Things I've Learned from Successful Inside Sales Managers
    That being said, here are some ideas for inside sales managers looking to maintain a healthy relationship with their team. At no point in time would these inside sales managers be described as the “It’s not my problem guy”. Over the years I’ve seen some common themes from my most successful mentors. We’re in this together.
  • CONVERSIONATION  |  THURSDAY, JULY 21, 2011
    [Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
    In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
  • THE ROI GUY  |  THURSDAY, MARCH 14, 2013
    [Sales] Sales Enablement’s Dirty Big Secret
    Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. That’s $135 large a year folks on the hidden cost of sales ! Not necessarily. Why Change? Why Now?
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 3, 2012
    [Sales] Align Industrial Websites with Sales Process
    If you want your industrial website to generate qualified leads and drive sales (Who doesn’t?), make sure the site is aligned with your sales process. Without this critical link, your newly redesigned industrial website may be nothing more than eye candy that does very little for your sales. Define your sales process in details.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, FEBRUARY 13, 2014
    [Sales] Sales & Marketing Have Moved In Together [Infographic]
    Are your sales and marketing relationships on a path toward power. Historically, the inability to track marketing efforts and correlated results has been a major factor in misaligned sales and marketing departments. Back then, as little as 10 years ago, marketing arranged the blind dates for sales, the cousin. Marketing Sales 2.0
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 23, 2013
    [Sales] 7 Factors That Can Kill an Inside Sales Team's Campaign
    understand it makes sense to go back to the well on the things that have worked for you in the past, but prospecting isn''t as simple a process as most sales reps assume it is. Here are 7 of the most common areas that we’ve found can play a major role in your inside sales team’s success with any campaign: Your List. Your Collateral.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, OCTOBER 14, 2015
    [Sales] Prospecting: Fill your sales pipelines now!
    The Telephone Is the Most Powerful Sales Prospecting Tool. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! The phone is your most powerful sales tool. By Jeb Blount, author of Fanatical Prospecting. Books
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] Why New Sales Hires Frequently Fail
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Croner, Principal at Sales Drive, LLC. One of the most frustrating experiences for sales managers is hiring “hunter” salespeople who produce lackluster results in spite of their stellar interview performance. but they are also teachable.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 9, 2015
    [Sales] How AG's Sales Development Managers Motivate Reps in February [Part 1]
    February is also a time when we need to keep our sales development reps extra motivated whether working from the office or at home during inclement weather. tried to think of what motivated me when I was an SDR, and decided to source some help from our awesome sales development managers. Jimmy Grieve - Incentives and Praise.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JANUARY 3, 2014
    [Sales] Sales Prospecting Perspectives Weekly Recap - Week of January 3, 2014
    Happy New Year, Sales Prospecting Perspectives readers! We hope you celebrated the start of 2014 - and the start of sales quarter one - on Wednesday just like we did at AG Salesworks. Here are some of our favorites from other sales and marketing blogs: Who wouldn''t want to learn how to go from a marketer to a dragon slayer ?
  • ANNUITAS  |  TUESDAY, DECEMBER 15, 2015
    [Sales] What’s Sales Enablement Got to Do with Demand Generation?
    In our mission to build demand generation that delivers real results, here are a couple to keep you up at night: B2B companies’ inability to align sales and marketing teams has cost them upwards of 10% or more of revenue per year , according to IDC. Confused and frustrated sales teams? Modern B2B marketers like numbers.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 28, 2013
    [Sales] 10 Top Things Our Inside Sales Reps Are Thankful For
    Happy Thanksgiving Sales Prospecting Perspectives readers! We thought it would be fitting to highlight what inside sales reps here are thankful for: 1. Sales tools like Inside View and SalesLoft. These tools help inform inside sales reps about pertinent information regarding the prospect and their company. Pun intended.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 17, 2013
    [Sales] How to Hit Your Sales Goal No Matter What
    Why is hitting sales goals important now and in the future? Despite popular belief amongst some sales professionals, you can almost always meet or exceed your sales quotas. Some of these include poor client/sales organization communication resulting in bad lists or too few contacts to call on. Let’s get excited.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 5, 2014
    [Sales] [Infographic] The Outsourced Inside Sales Teleprospecting Process
    You decide to insource your inside sales team. You hire new inside sales reps, many just out of college. Your marketing team works on qualifying leads, but your sales team leaves many unqualified leads untouched. According to Marketo, 80% of leads generated by marketing are ignored by sales. You know what you need to do.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 31, 2012
    [Sales] 7 Ways Your Sales and Marketing Can Align
    When sales and marketing are on the same page, performance is better.  88% of best performing companies have aligned their sales and marketing teams. Here are some ways that leading companies are achieving sales and marketing alignment: 1. Sales will say they need better leads. How to do it? Ride Together. Plan Together.
  • SALES INTELLIGENCE VIEW  |  MONDAY, JANUARY 23, 2012
    [Sales] 25 Motivational Sales Quotes
    gathered 25 quotes in sales I find to be very powerful and motivating. Shoot us a tweet with your favorite sales quote! “You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” Blogroll Sales Data Social Selling B2B b2b sales motivational quotes Sales Sales 2.0
  • CMO ESSENTIALS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] 21+ B2B Marketing & Sales Pros Empowered by Emotion
    As this is the time when marketers often make predictions for the coming year, I think it’s a safe bet to say that in 2015 and beyond, emotion, empathy, and building meaningful connections will be significant competitive advantages for B2B marketing and sales professionals. Why 21+ though? You can follow Jill on Twitter via: @Jill_Rowley.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 22, 2014
    [Sales] If Sales Technology is the Future, How Do We Keep B2B Sales Interactions Human?
    Sales Prospecting Perspectives is pleased to bring you a guest post from Lauren Weatherall , Senior Marketing Manager at TinderBox. Especially when it comes to sales technology. The fact that sales professionals only spend 41% of their time actually selling. This is where sales automation technology comes into play.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 16, 2013
    [Sales] Sales Tips from Dwight Schrute
    NBC.com put together a collection of Dwight’s top sales tips, which are, like Dwight, insane. I’ve selected a few of my favorites to tone down and translate into language the everyday sales rep could grasp. Pre-Sale. Not only did we make the sale, but there is now far less goat feces in our wheat.”. Get focused.”.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 19, 2016
    [Sales] How Manufacturing Content Marketing Sets the Table for Sales
    They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. I recently received two emails from two different manufacturers. This is only a content summary.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 3, 2013
    [Sales] 3 Skills Inside Sales Reps Need to Maintain Client Relationships
    Sales Prospecting Perspectives is pleased to bring you a post from Tiffany Fenore , a Business Development Representative at AG Salesworks. There is more to being a great inside sales rep than just passing leads. This means a sales rep''s confidence needs to be through the roof. This is her blogging debut. Confidence. Expertise.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 27, 2016
    [Sales] Debunking myths around sales videos for business
    Businesses that start using online video content marketing in their daily sales and marketing process stand to gain significant tangible benefits across their entire lead generation and sales cycle.  Real-world examples of businesses using video to increase sales. The types of videos to use in each step of the sales process.
  • PUZZLE MARKETER  |  TUESDAY, JUNE 12, 2012
    [Sales] Pinterest Drives Ecommerce Sales [Infographic]
    According to a recent infographic and article by online store platform Shopify.com … Pinterest is now the 3rd most popular social network site in the world, and ecommerce stores can leverage its popularity to significantly increase traffic and sales. Are you using Pinterest to generate sales for your business?
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MARCH 4, 2014
    [Sales] 6 Reasons Inside Sales Reps Should Start Exercising Before Work
    There are many benefits for inside sales reps exercising before work. I n inside sales, exercise before the beginning of the work day can motivate you to put your best foot forward. Lastly, doing this creates a strong, long-lasting work ethic which is essential for inside sales professionals.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, SEPTEMBER 25, 2013
    [Sales] How to Optimize Your Website for Sales Prospects
    Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. An online presence is essential in today’s competitive sales environment. In this article we will discuss the 3 best usability practices to optimize sales sites. 1. Clients hate to read.
  • VIEWPOINT  |  TUESDAY, MAY 10, 2016
    [Sales] 7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
    Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. In his book New Sales. Sales measures itself on revenue generated (and sometimes margin). Document the cost per lead — and the cost per sales accepted lead, -sales qualified lead, -closed deal.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 2, 2013
    [Sales] How Trigger Data Guides Workflows for Sales and Marketing
    You Don’t Need a Weatherman to Know Which Way the Wind Blows… Well, You Might in Marketing and Sales. Sales Prospecting Perspectives is pleased to bring you a guest post from Beth Cohen King, Director of Marketing at iLantern. Sales and marketers let trigger data make you a good weatherman, predicting the optimal moments to sell.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, APRIL 22, 2012
    [Sales] Using Klout and social scoring for sales and marketing teams
    It was illustrative that 80% of the top influencers where in no way associated with PR, sales, service, or marketing. This led to a lively discussion about further training and how some of the key ideas from Return On Influence could be incorporated into basic sales best practices. You mean they are representing our company?”
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, SEPTEMBER 19, 2014
    [Sales] 8 Opportunities for Quality Conversations in Inside Sales
    Sales Prospecting Perspectives is pleased to bring you a post from Michaela Cheevers , Business Development Representative at AG Salesworks. Inside sales reps have the same imperative: maximize time by qualifying prospects creatively. Leave effective prospecting voicemails. When leaving a voicemail, don’t forget to ask for a call back!
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, DECEMBER 17, 2015
    [Sales] AG Salesworks Launches Sales Development Certification Program
    The AG Salesworks brand represents predictable, efficient, positive, and impactful sales development. December 17, 2015 – AG Salesworks , the industry’s first sales development certification offering designed to better serve and educate sales development professionals, today announced the availability of its training curriculum.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 7, 2014
    [Sales] The Sales Dance: Four Steps to a Better Presentation
    AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Similarly, the basis of the sales presentation comes down to how you perform in critical moments. Learn the sales dance by remaining a student. Get Good Instruction. Who can be that for you?
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [Sales] Content Marketing and Sales Enablement Must Get Married
    The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    Marketing becoming the home for content strategy and sales enablement finding its’ home in sales.  Image via Wikipedia.   What’s going on? 
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 6, 2013
    [Sales] When Sales Reps Attack
    Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 2, 2014
    [Sales] 6 Things Michelangelo Could Teach Today’s Inside Sales Professional
    Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka , an Inside Sales Representative at AG Salesworks. How is this relevant to inside sales? Much like a sculptor, inside sales professionals possess a rare blend of patience, optimism, and vision to persevere to their final result.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 31, 2011
    [Sales] Are You In The Top 1% Of Sales People?
    This is a guest post from sales professional Kenny Madden. The traditional numbers-focused sales and marketing model has fallen apart. You are now in the  TOP 10% of sales/marketing people in the US. Congrats you just made the  TOP 5% of sales/marketing people in the US. Welcome to the  TOP 1% of sales people in the USA.
  • SALESPREDICT  |  TUESDAY, JUNE 21, 2016
    [Sales] Deliver More Sales Qualified Leads Using Predictive Intelligence
    One of the biggest challenges today’s B2B marketers face is generating sales qualified leads (SQLs). While marketers might not have such a hard a time generating a large volume of leads (quantity), they are having an increasingly tough time attracting leads that convert into sales opportunities and eventually into customers (quality).
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Sales] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. How can we get the most sales handoffs with the least effort? Test #1.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 4, 2014
    [Sales] Cold Case: Finding the Right Contact in Inside Sales
    Here are some tips for finding the right contact in inside sales: Craft a Referral Email. The faster you can find the right contacts, the shorter your own sales cycle becomes with that account. Having the know-how to find the right contact could be one of the most underrated functions of the prospecting process. Follow the Trail.
  • DISCOVERORG  |  MONDAY, AUGUST 15, 2016
    [Sales] Peaches, Netflix, and Sales Intelligence – Try Before You Buy
    So what do peaches and Netflix have to do with Sales Intelligence? have some tips for running pilots and evaluating new technology that I hope will make it much easier on those evaluating sales intelligence tools. Establish Sales Enablement/Intelligence Metrics. We are good at our jobs, that’s why we are in sales.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 7, 2010
    [Sales] 5 Sales Closing Techniques
    The following excerpt is certainly important to sales and comes from my colleague, Rob Krekstein. This This post also appeared recently in B2C Marketing Insider.   I have been a student of selling and sales management for more than twenty years, and I have used a grand total of five “closes” during that time. Cha-ching! Happy to help.
  • BUYER INSIGHTS  |  FRIDAY, MAY 3, 2013
    [Sales] New Perspectives On Sales Success – Research From RAIN Group
    New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world. Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling
  • TYPE A COMMUNICATIONS  |  TUESDAY, AUGUST 11, 2015
    [Sales] How to Get Sales to Use Your Marketing Content
    So why won’t the sales team use it? Marketing Marketing Sales Alignment SalesAugust 11, 2015 by Matt Sharrers Your marketing team spends time and money to produce quality content. The hard truth is often. read more.
  • ANNUITAS  |  THURSDAY, JANUARY 28, 2016
    [Sales] Heads Up Sales…Change Is Coming
    One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to make it’s number.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 7, 2013
    [Sales] Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace
    Tweet Brian McGuire is one of those rare marketers who started in Sales and has held leadership roles in both Sales and Marketing. It has instilled in him a passion for viewing Marketing and Sales alignment from the customer’s perspective, as well as the consistent messaging that results from this unique view.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 30, 2013
    [Sales] It's Q4: Finish the Sales Year Strong and Steady
    All of these events are great in Q4… but in sales and teleprospecting, it seems like Q4 is everyone’s least favorite time of year. Halloween! Thanksgiving! Christmas and Hanukkah! Everyone is focused on closing business rather than building new business. But once the holidays are over and it’s back to work in 2014… Uh oh! Have a plan.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JANUARY 5, 2015
    [Sales] 5 Ways Marketing Can Help Sales Succeed
    Editor’s Note: Today’s post comes courtesy of Brenda Stoltz, the CEO and founder of Ariad Partners , where she provides creative, practical, sales-driven integrated inbound marketing and strategic planning services to software, technology, manufacturing, professional services firms, and other industries.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, AUGUST 7, 2013
    [Sales] Sabotaging Industrial Marketing Hurts Sales
    Content Marketing Measurement & Tracking Sales Strategies Analytics industrial lead generation Industrial Marketing Industrial sales What is the real purpose of industrial marketing? One can come up with a list of at least half a dozen or more excellent goals. IMO, the single most important [.]. This is only a content summary.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 28, 2013
    [Sales] Sales Prospecting For Minutemen
    Sales Prospecting Perspectives is pleased to bring you a post from Business Development Representative Kyle Smith. One of the first rules of prospecting (and sales in general) is to know the company/vertical you are calling into and what specific pains you can solve for your targeted contacts. This is the equivalent of product dumping.
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Sales] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 15, 2012
    [Sales] Are Sales and Marketing Chatting Enough? [CHART]
    Collaboration between Sales and Marketing has never been accomplished simply by agreeing on lead criteria and definitions.  It requires interacting with each other on a regular basis as though you were standing at a water cooler – even if you are not in the same office, or country for that matter. Tell us your stories!
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, APRIL 5, 2013
    [Sales] How To Effectively Increase Your Sales Pipeline
    When I was a rookie sales guy I was not much for business plans. We specialize in identifying and delivering high value sales opportunities to technology firms. I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. Failure is not an option.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 6, 2013
    [Sales] Do You Have Your Sales Team’s Back?
    This is especially possible for the job of an inside sales rep. Enter the sales manager, here to save the day by providing the support employees may need. This week marks my 9-year anniversary at AG Salesworks. It''s been a great ride. Prior to joining AG, I spent some time working in hospitality, banking and technology.
  • GREAT B2B MARKETING  |  THURSDAY, JUNE 16, 2011
    [Sales] How to Shorten the B2B Sales Cycle
    If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle.  Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it.  What exactly do I mean by the term “sales cycle”? So why are B2B sales cycles getting longer? 
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 26, 2012
    [Sales] Sales Mgmt: 4 Steps on How to Not Get Fired!
    Sales Mgmt.:  4 Steps on how not to get fired. On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Hit our web site.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 31, 2013
    [Sales] Integrating Social Media Listening Into The Sales Process
    Sales Prospecting Perspectives is pleased to bring you a guest post from Christine Rochelle , Integrated Marketing Manager at lotus823. Every sales professional understands that listening to your customer and building genuine relationships is the key to business development. Steps to Social Listening in the Sales Process.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MARCH 10, 2014
    [Sales] How to Gamify Inside Sales in 3 Steps
    Now I am not trying to draw a comparison between children and inside sales reps but that idea of taking something mundane and making a game out of it is compelling in increasing productivity. Changing up which metric we will be focusing on any given week keeps inside sales reps on their toes. 2. think the key is to keep it simple.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 5, 2012
    [Sales] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
    Twice as many sales-ready leads as any other lead generation channel. The team identified “Social Sellers,” the IntraLinks sales specialists who would be responsible for connecting with potential customers through LinkedIn, and who would promote the company’s value proposition via their personal brands. Setting direction. Company name.
  • SALESFUSION  |  TUESDAY, APRIL 1, 2014
    [Sales] Social Media for the Sales Department
    The post Social Media for the Sales Department appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. divider style="simple"].
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Sales] Sales are Struggling! What Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. sales actionable website can be your greatest sales asset.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 15, 2011
    [Sales] Do You Expect Your Inside Sales Team to Practice Alchemy?
    Tweet Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. Unless you want your inside sales professionals to be mere data entry clerks, test your lists! My team did.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 26, 2013
    [Sales] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
    Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Many prospects aren’t ready to talk to Sales early in their consideration.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, NOVEMBER 4, 2013
    [Sales] Industrial Marketing Can’t Succeed Without Sales
    I can assure you this is not another post about sales and marketing alignment. Content Marketing Inbound Marketing Industrial Marketing Strategies industrial lead generation Industrial Marketing Marketing Qualified Ledsa (MQLs) Sales Qualified Leads (SQLs This is only a content summary.
  • THE ROI GUY  |  THURSDAY, JUNE 6, 2013
    [Sales] Which One: Sales Skills or Sales Tools?
    It has long been debated whether selling effectiveness can best be addressed by improving Sales Reps skills, or by providing Sales Reps with the right Sales Tools. So what''s it worth for you to pay attention to this critical balance between Sales Skills and modern Sales Tools? No way. No way.
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